Senior Executive, Key Accounts

Role Purpose

• The Senior Executive – Key Account acts as the face of Coats to strategic vendors, responsible for managing and expanding a portfolio of key accounts to drive revenue growth and margin improvement. This role focuses on retaining vendor relationships, increasing share of wallet by promoting the full suite of Coats products and services, and aligning solutions to vendor needs.
  A critical aspect of the role is to gather and apply market intelligence to support accurate demand forecasting, ensuring product availability while optimizing inventory and working capital.
• The individual is expected to work closely with the Head of Sales/SM to implement the short-to-medium-term strategy to drive sales conversion and grow market shares in the target segments
• In addition to account management, the incumbent is tasked with business development, identifying and acquiring new vendors through structured prospecting and digital selling techniques. The goal is to secure profitable new business and expand Coats’ market presence.

Principal Accountabilities and Key Activities

Commercial Responsibilities:   
•    To develop territory plans and visit schedules to ensure that customers are serviced in accordance with the principles of customer segmentation to ensure we focus the resources on the customers with the greatest growth potential. Especially focus on current key accounts to maintain and gain more share, plan and build up new Key account in area.
•    To set up pipeline for business share gain, strategy to win and tracking.
•    To initiate and build relationships with senior management in existing and potential customers so that Coats can develop and expand the customer contact map to ensure we have access to the key decision makers.
•    To communicate with other departments internally so that Issues/challenges/opportunities/product innovation can be prioritized and resolved so that sales/ service targets can be met.
•    Understand the market dynamics, trends and emerging needs of customers and translate this into actionable insights which are shared proactively using the CSX CRM platform.
•    Deliver collection achievement vs. target as well as the intended DSO

Marketing and Communication: 
•    To provide market intelligence/insights on both customers and competitors so to support senior management on developing strategies/tactics to enhance business growth
•    To work with marketing team re co-branding, digital events etc in order to increase brand awareness for non-Coats users, and enhance brand goodwill among existing users.
•    Actively support key strategic customer meetings to promote the benefits of Coats product, service & digital offer 
•    Support global projects and innovations in the local market.

Support Sales Planning, Forecast and Projection effectively: 
•    Contribute to the demand planning process and be accountable for ongoing improvements in forecast accuracy 
•    Conduct monthly rolling forecast review for demand planning of raw materials/finished goods stock

Promote New Products/Global Services/Digital Marketing: 
•    Coordinate with Marketing/Supply Chain for NPD launches locally
•    Work with Technical team to promote technical services to existing customers to deliver tangible benefits (Efficiency savings) to customers and upselling opportunities for Coats
•    Jointly work with TS team to promote and upgrade product. Offer efficiency drive at customer shop floor
•    Actively build contacts and relationships using digital channels in collaboration with marketing

Education, Qualifications and Experience
•    A bachelor's degree or equivalent in any commercial discipline
•    Minimum 4/6 years’ experience in customer facing industry, preferable B2B
•    Proven track record in sales, preferably in an apparel environment
•    Results driven with considerable experience in negotiating and delivery against significant contracts
•    Evidence of the ability to create, implement and roll out strategic account planning and relationship development strategies
•    Outstanding communicator, able to rapidly build and sustain relationship at all levels within the organization based on trust and consistent delivery to expectations
•    Financial and business awareness with good numerical and analytical skills 
•    Innovative self-starter with the ability to take ownership and set goals and priorities
•    Results orientation, strategic thinker, tactical implementer, customer focussed